Canvasing the Enterprise
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Canvasing the Enterprise

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David J. Bland discusses why you need to care about visualizing and experimenting on your business models.

David J. Bland discusses why you need to care about visualizing and experimenting on your business models.

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Canvasing the Enterprise Canvasing the Enterprise Presentation Transcript

  • Canvasing the Enterprise © 2012 BigVisible Solutions
  • David J BlandAgile / Lean / XP / KanbanStartups & EnterpriseseCommerce to Counter Terrorism © 2012 BigVisible Solutions 2
  • © 2012 BigVisible Solutions 3
  • What is aBusiness Model? © 2012 BigVisible Solutions 4
  • What is aBusiness Model?(answers may surprise you) © 2012 BigVisible Solutions 5
  • “A business model describes therationale of how an organizationcreates, delivers & captures value” -Alexander Osterwalder © 2012 BigVisible Solutions 6
  • A business model used to be staticand survived many years. © 2012 BigVisible Solutions 7
  • Now business models should beevolving with the organization. Minimum Viable Large Batch Small Batch Experiments Organized by Cross Functional Entrepreneurial Function Teams Teams © 2012 BigVisible Solutions 8
  • Experiments on:- Product- Process- Business Model © 2012 BigVisible Solutions 9
  • Source: Alex Osterwalder © 2012 BigVisible Solutions 10
  • Level 1Checklist © 2012 BigVisible Solutions 11
  • What are theelements thatmake up abusiness model? © 2012 BigVisible Solutions 12
  • Customer Segment “For whom are we creating value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 13
  • Value Proposition “What value do we deliver to the customer?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 14
  • Channels “How do we deliver the value we create to the customer?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 15
  • Customer Relationships “How do we create & maintain relationships with our customers?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 16
  • Revenue Streams “How much will these customers pay for the value we create?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 17
  • Cost Structure “How much will this cost to create and maintain?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 18
  • Key Resources “Who and what will we need to create this value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 19
  • Key Activities “What will we do with these resources to build value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 20
  • Key Partners “Who would we partner with that will provide us with Key Resources or Key Activities?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 21
  • This level ofunderstandingis a goodstarting point. © 2012 BigVisible Solutions 22
  • Level 2Hypothesis © 2012 BigVisible Solutions 23
  • “Let’s map out our existing business model” ? ? ? ? ? ? ? ? ? ? ? ? tip: tell a storySource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 24
  • “Who is our Customer Segment?” ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 25
  • “What need of theirs do we solve?” ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 26
  • “How do we deliver our solution to them?” ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 27
  • “How do we build relationships with them?” ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 28
  • “How do we make money delivering this value?” ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 29
  • “What does this cost us to build & maintain?” ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 30
  • “Who & what do we need to create this?” ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 31
  • “What activities do these resources perform?” ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 32
  • “Who do we partner with?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 33
  • Before I lose youplease stay for thisnext slide. © 2012 BigVisible Solutions 34
  • This can apply to internal projects!Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 35
  • This can be an Internal User or StakeholderSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 36
  • This can be an Internal Product or B2B Solution.Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 37
  • These can be Internal Costs and Metrics.Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 38
  • These can be Internal Partnerships across Functional DepartmentsSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 39
  • Still with me?GOOD © 2012 BigVisible Solutions 40
  • “I wonder how much of this is reality…” ? ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 41
  • Level 3Validation © 2012 BigVisible Solutions 42
  • “Let’s validate our riskiest assumptions” ? ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 43
  • This is most likely your Riskiest AssumptionSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 44
  • Empathy Maps Personas Usage Analysis Cohort Analysis Customer Interviews Surveys A/B TestingSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 45
  • This is most likely your other Riskiest Assumption© 2012 BigVisible Solutions 46
  • Does your product solve a need for the Customer Segment? How do you validate or invalidate that statement?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 47
  • What happens when we subtract costs from revenue?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 48
  • Go get someone fromaccounting, now. © 2012 BigVisible Solutions 49
  • Who are we partnering with and what are they bringing?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 50
  • Introducing some customizations Lean Canvas by Ash MauryaSource: Ash Maurya © 2012 BigVisible Solutions 51
  • Business Model Lean Canvas Canvas efficiency value product marketSource: Adapted from Osterwalder & Maurya © 2012 BigVisible Solutions 52
  • Business Model Canvas Lean Canvas Customer Segment Customer Segment Value Proposition Unique Value Proposition Customer Relationship Unfair Advantage Channel Channel Revenue Streams Revenue Streams Cost Structure Cost Structure Key Resources Key Metrics Key Activities Solution Key Partners ProblemSource: Adapted from Osterwalder & Maurya © 2012 BigVisible Solutions 53
  • Lean Canvas Customer Segment Unique Value Proposition Unfair Advantage Problem / Solution Channel Product / Market Revenue Streams Cost Structure Key Metrics SolutionSource: Adapted from Ash Maurya Problem © 2012 BigVisible Solutions 54
  • Disclaimer:Problem / Solution Fitand Product / Market FitARE DIFFERENT © 2012 BigVisible Solutions 55
  • Problem / Solution FitProduct / Market Fit © 2012 BigVisible Solutions 56
  • © 2012 BigVisible Solutions 57
  • © 2012 BigVisible Solutions 58
  • 1 2 3 4© 2012 BigVisible Solutions 59
  • These 1 2havepotential. 3 4 © 2012 BigVisible Solutions 60
  • ChooseCustomer, 1 2 3Problem,Solution 4for each. © 2012 BigVisible Solutions 61
  • DesignMinimum 1 2Viable 3Experiments. 4 © 2012 BigVisible Solutions 62
  • 123 3.14 © 2012 BigVisible Solutions 63
  • Cultural, Organizational & LeadershipBarriers © 2012 BigVisible Solutions 64
  • Are your teamsempowered to use acanvas? © 2012 BigVisible Solutions 65
  • © 2012 BigVisible Solutions 66
  • How does this scaleup and across theorganization? © 2012 BigVisible Solutions 67
  • © 2012 BigVisible Solutions 68
  • Vision Strategy Team© 2012 BigVisible Solutions 69
  • Experiment DashboardID Hypothesis Description Status Next Steps © 2012 BigVisible Solutions 70
  • Where do thenew ideas go? © 2012 BigVisible Solutions 71
  • How topitch a VC VP © 2012 BigVisible Solutions 72
  • But we’re alreadydoing agile do wereally need a canvas? © 2012 BigVisible Solutions 73
  • Iterative Product+ Static Business Model Failed Organization © 2012 BigVisible Solutions 74
  • Place the Canvas on the wallnext to your Kanban board. © 2012 BigVisible Solutions 75
  • Questions? © 2012 BigVisible Solutions 76
  • David J Bland Agile Consultant [m]: +1 703 945 0700 [ e ]: dbland@bigvisible.com [ u ]: www.bigvisible.com [ t ]: @davidjbland© 2012 BigVisible Solutions 77